Stay ahead with customer value thinking.

Support your customers by delivering measurable value and strong value communications

When resorting to discounting is an organization’s go-to renewal strategy, the lack of a value management practice is likely the culprit. Today’s buyers are looking for business partners. If your organization can deliver quantifiable value data that is easy to understand, both you and your buyers can benefit. In his analysis of a survey performed by Dimensional Research, Peter O’Neill highlights the importance of value management as a service to customers.¹

While at BDNA, Chris Russick and I worked together to win a very competitive deal at Bank of America. Chris’ technical leadership helped create, lead, and win a Proof of Value against our three primary competitors. 

Angela Wall, a Senior Manager of Technical Program Management at Oracle, is an influential leader at everything she does. But what truly makes her stand out is her strong client focus, her wonderful communication skills, and above all, her transparency and honesty. 

When I worked for Mike Murphy, VP of Value Practice at Zscaler, we were working together on a huge deal that Mike had painstakingly prepared a business case for. At the time, our business cases were very manual and Mike had worked many hours with his champion to understand the project’s ROI. 

Marcel Eisma, Senior Director of Value Management at Proofpoint, a leader in cybersecurity solutions, is making huge strides with his changes to Proofpoint’s selling practices. Not only did Marcel introduce value management to Proofpoint, he is also working to develop new sales practices, incorporated with existing value methods.

SaaS business models have transformed the way the world looks at the sales process. What used to be a one-and-done, sign the deal, and ring the bell process has necessarily changed. Even for companies with tangible products like hardware, the sales relationship has thankfully evolved. Instead of a transactional perspective, today’s most successful organizations see sales as a relationship-driven process. Most importantly, it’s about forging long-term, mutually beneficial relationships, which has made the connection between sales and customer success even clearer.